Job Description
About HCPA
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HCPA is Australia's leading consulting firm for regulated industries. After eight years in operation, we are entering a major phase of growth, achieving 106% growth in FY***** and a further 68% growth in the past six months, with expansion into the United States now underway.
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As we scale and launch new divisions, we are looking for talented sales professionals who want to build a long-term career with a fast-growing and ambitious team.
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About the Role
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We are seeking a results-driven Registration Sales Consultant to manage qualified leads through a consultative, multi-touch B2C sales journey—from the initial conversation through to a closed deal and successful client handover.
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Our clients are making important, high-consideration decisions that require education, trust and thoughtful guidance. This is not simply a transactional or one-call-close sales role. Success requires strong discovery skills, persistent follow-up, confident objection handling and the ability to nurture opportunities until the client is ready to proceed.
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HCPA generates *****,000 warm leads each day across the business, providing a strong pipeline with no cold prospecting required. However, this is not passive order-taking: you will be expected to take ownership of your opportunities, maintain momentum and proactively progress each lead towards a decision.
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Healthcare or registration experience is not required. We prioritise proven consultative sales ability and welcome candidates from insurance, property and investment, financial services, skilled services, medical equipment and other high-value or complex B2C sales environments.
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Key Responsibilities
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Consultative Sales and Client Engagement
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Conduct structured discovery conversations to understand each prospective client's needs, circumstances and goals
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Educate clients on relevant services and guide them through complex or unfamiliar information
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Recommend appropriate solutions based on client requirements
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Build trust and credibility throughout the sales process
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Respond confidently to questions, concerns and objections
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Adapt your approach according to the client's needs and readiness to proceed
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Close sales in line with company pricing, policies and process guidelines
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Pipeline Ownership and Follow-up
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Manage assigned qualified leads from first contact through to close
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Maintain consistent and persistent follow-up across a multi-touch sales cycle
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Proactively nurture and re-engage prospects who are not ready to commit immediately
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Follow up on open opportunities and outstanding quotes within agreed timeframes
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Maintain momentum across the pipeline and take accountability for progressing each opportunity
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Keep complete, accurate and up-to-date records in the CRM
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Prioritise opportunities effectively and manage your own workload
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Sales Performance and Continuous Improvement
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Work towards and consistently achieve or exceed individual and team sales targets
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Monitor personal performance, conversion rates and pipeline activity
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Provide constructive feedback on lead quality, recurring objections and common client questions
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Participate in ongoing coaching and training to strengthen product knowledge and sales capability
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Apply feedback and continuously improve sales performance
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Client Handover and Company Representation
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Set clear expectations regarding next steps, timelines and the client journey
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Facilitate a smooth and accurate handover to the delivery or account team
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Maintain a professional, helpful and high-quality client experience throughout the sales process
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Represent HCPA positively in every client interaction
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Maintain current knowledge of the company's services, products and pricing
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Required Experience and Competencies
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Approximately 2–3 years of experience in B2C consultative sales, current business development or another target-driven closing role
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Experience selling a high-value, high-consideration or complex product or service
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Demonstrated experience managing a multi-touch sales cycle involving multiple conversations and follow-ups
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Proven track record of achieving or exceeding individual sales, revenue or conversion targets
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Strong discovery, questioning and active-listening skills
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Ability to explain complex information clearly and build trust with prospective clients
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Confidence in overcoming objections, negotiating and asking for the sale
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Strong pipeline ownership, including proactive follow-up and re-engagement of stalled opportunities
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Comfortable making outbound follow-up calls and managing a high volume of client conversations
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Strong written and verbal communication skills
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Resilience, accountability and a positive attitude towards targets
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Ability to learn quickly and follow a structured sales process
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Reliable, organised and confident managing an individual workload
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Preferred Sales Backgrounds
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Life, income protection, commercial or other consultative insurance sales
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Property, property investment or mortgage-related sales
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Financial or professional services
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Education, migration or advisory services
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Medical equipment or other high-value products and services
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Any environment involving education, trust, persuasion and multiple follow-ups before the customer commits
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Candidates whose experience is primarily quick, transactional or one-call-close sales will be less aligned with this opportunity.
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Key Performance Indicators
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Sales and revenue achieved against individual targets
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Lead-to-sale and quote-to-close conversion rates
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Pipeline progression and opportunity ageing
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Speed and consistency of lead follow-up
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Successful re-engagement of open or stalled opportunities
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CRM and pipeline accuracy
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Quality of client handover and overall client experience
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What We Offer
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AUD 80,000 base salary
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5–7.5% uncapped commission, paid weekly
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Access to a strong pipeline of qualified warm leads with no cold prospecting
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Structured onboarding, product training and ongoing sales coaching
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Clear opportunities for career progression as the business expands
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The opportunity to join a collaborative, performance-driven and fast-growing team
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An onsite position based in Southbank, Melbourne
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📌 Insurance Sales Consutlant (Victoria)
🏢 HCPA
📍 Victoria